Strategic Selling® and Large Account Management ProcessSM

Workshop Information

Strategic Selling® and Large Account Management ProcessSM
Strategy to Protect and Grow Key Accounts

The combined delivery of Strategic Selling® and Large Account Management Process(SM) (LAMP®) programs offers organizations a comprehensive process to pursue opportunities within key accounts while managing and improving the overall account relationship.

For sales professionals responsible for managing strategic accounts, this workshop offers a framework to manage both the opportunities and relationships for these accounts. The compressed timeline of the combined programs reduces participants’ time away from the field but still effectively teaches them how to develop both long-term plans for strategic accounts and targeted plans for pursuing the important opportunities within.

For existing account relationships, LAMP® provides a framework to document long-term plans for managing key accounts and uncovering resources to gather additional account information. The program’s method enhances relationships between multiple contacts in both the buying and selling organizations to better understand the position with the customer, recognize trends and opportunities, and shift relationships from vendor to strategic partner.

Incorporating Strategic Selling® provides visibility into each of the sales opportunities within strategic accounts. This involves first identifying all key players in the customer’s organization, understanding each player’s degree of influence and their reasons for buying, and uncovering essential information. Participants will learn to evaluate their competitive position, differentiate their company by leveraging its unique strengths, and develop comprehensive action plans to address the business and personal motives of each
decision maker in the client organization.

Participants will learn to focus time and energy on those customers willing to engage in long-term relationships and gain a common process and language for allocating resources to advance sales opportunities.

The combined Strategic Selling® and LAMP® delivery option may be the right solution if your company is trying to:
• Secure approval from multiple decision makers
• Navigate the internal bureaucracy of customers and prospects
• Gain more visibility into the status of important sales opportunities
• Forecast revenue with greater accuracy
• Avoid being blind-sided by the loss of key clients
• Collaborate across the enterprise to unlock the potential of strategic accounts
• Transition from vendor to strategic advisor status with strategic customers
• Reverse erosion and grow revenue within key accounts
• Improve profitability of closing major accounts

Workshop Agenda

February 23-25, 2010 from 8:30AM to 4:30PM. Breakfast and lunch are included each day. Continental breakfast begins at 8:00AM.

Location

Regus Centre - map
1500 Market Street
12th Floor East Tower
Philadelphia, PA 19102 USA
Tel: +1 (215) 246 3400

Recommended Hotel Information

Marriott Hotels - map
One East Penn Square
Philadelphia, PA 19107 
Tel: + (215) 557-0005